Solutions for State and Federal Government

2. Solutions for State and Federal Government Sue Johnston Government Industry Manager Jane Mackarell Industry Marketing Manager

3. Agenda • Market Overview and Research • Opportunity in State & Federal Government • Marketing in State & Federal Government • Partner Commitments

4. IT Spend by Industry Segment Australia: IT Spending by Industry, 2005 Public sector largest industry segment in Australia at 27%. Gartner 2007 Source: Gartner Dataquest (January 2007)

5. Overview of Government Industry Source: Gartner Dataquest (January 2007) Source: Gartner Dataquest (January 2007)

6. Today's Reality Is… Budget Availability Delivery Timelines $ Staff Availability Expectations

7. Achieving best practice in Federal Government Leverage best practices to improve TCO and service levels * From “Optimizing Infrastructure: The Relationship Between IT Labor Costs and Best Practices for Managing the Windows Desktop” IDC 2006

8. Capability Mapping in Federal Government Mapping business capabilities to the optimised infrastructure * From “Information Technology (IT) Drives Growth” Keystone Strategy, and Professor Marco Iansiti (Harvard Business School)

9. Peter Grant – State Director, QLD • Investment Strategies across State Government • Speaking the customer’s language • Case management • Big Bet in Government • Business Intelligence • Infrastructure Optimisation

10. Example of spending in State Government Intermedium 2008

11. Marketing in State & Federal Government – Jane Mackarell

12. State & Federal Marketing Strategy FY09 Community Services Environment & Sustainability Infrastructure & Transport Public Safety & National Security Public Administration Making Citizens Safe & Secure Delivering Services Directly to Citizens Saving the Environment: Green IT Protecting & Securing Citizen’s Data: Security Innovation, Efficiency to drive cost savings Disaster Preparedness & Response Turning Information into Knowledge Case Management (CRM) Request Service & Complaints Business Intelligence (SQL, Performance Point) Organisation Performance & Policy Implnt. Information Management (BPIO) Unified Communications (OCS) Core IO, Security, Green IT (Virtualization)

13. Allocation of Budget Expenditure – State Government Intermedium 2008

14. Example of Market Approach

15. Government State/Federal Marketing Activity Partner Conference – State/Federal session Case Management (CRM) partner & sales readiness, recruit UC/mobile Partner marketing support To Partner\IT Pro Info Management Partner marketing support and readiness Software + services partner recruit - public safety & national security Partner Public Sector Recruit & How to Buy Kit CAMPAIGN BASED ACTIVITY RMAA conference, Sydney Information Management (BPO aligned) APCO conference, Sydney TO CUSTOMER/ THRU’ PARTNER UC & Mobility in public safety & national security Govt BI roundtables How to buy for public sector BUSINESS AS USUAL ACTIVITY Public sector data profiling – improve contact data to reach customers – Depth and Breadth, BDM customers BUSINESS AS USUAL Government Industry Website Update – PS & NS, Local Gov, Defence, citizenship, State and Federal Government Case Studies - Written and Video Quarterly Government Newsletters Government Vision collateral – Public Safety & National Security

16. Microsoft Resources for Partners • Services Provision Fund for partners • Case studies • Access to segmentation and targeting research • POC funds for reference sites • Messaging support for industry and non-IT audience – eg Public Safety and National Security • Leverage Microsoft and third party events • Industry Web sites – partners profiled

17. Partner Commitments • Access $30M worth of SPF – unique to government, focused on big issues in government – more than EVER before • Understand the issues in Government • Align with EPG Account teams and Specialist Sales and Partner teams – speak to your PAM • Email gov@microsoft.com • Contact your PAM to build a government industry plan into your PSP

18. Q&A